Technical Sales Applications Specialist (Remote)

JOB DESCRIPTION

This position serves four fundamental areas broken down as follows:

1. Mill site Optimization and Troubleshooting
2. Quotation Preparation and Field Applications
3. Technical Sales Support

The applications specialist serves as technical support to the N.A. Sales Network. They will be a key person in mill site troubleshooting and problem identification and variances from global best practices, development of technical solutions for a given project including corresponding, technical marketing, case generation and methodology. They will assist inside sales with quote preparation, consult engineering and typically will justify and present for large or strategically important sales presentations.

1. Mill Site Optimization and Troubleshooting

The goal of optimization and troubleshooting will typically encompass two areas but may include others.

 1) Response to a specific mill problem. The goal will be to supply value added optimization services, sometimes paid, sometimes at no cost to the customer to build relationships to promote future orders and customer loyalty. 2) Perform wet end audits and discuss variances from actual mill equipment and operational practices compared to current global best practices. Ideally these audits are used to highlight the need for upgraded equipment and discussions of newly available technologies and lead into applications and design of new equipment. Follow up technical marketing, case study generating for each project.

The optimization and application specialist must audit the wet end of the customers paper machine. Documenting and evaluating existing equipment as well as paper properties are routinely performed. Additionally gathering of engineering information such as installed vacuum systems, drive motors and gathering of equipment prints. Detailed sketches, equipment layouts and mechanical details are often required.

Ideally the optimization and applications specialist should feel comfortable with mill data collection,

storage systems as well as retrieval practices. The application specialist should have an elevated level of

familiarity with typical operational parameters as well as typical physical property measurement

techniques.

1. Quotation Preparation and Field Applications

Requests for technical quotations and problem solving can originate from sales Associates, paper mills, Engineering firms or paper machine builders. The Optimization and Application Specialist will review the request and determine what drainage or ancillary equipment is needed to satisfy the objectives outlined within the request. An outline is generated and sent to inside sales for pricing.

As part of the proposal, generation of the following material may be needed. Vacuum requirements, Drainage projections, Layout drawings, Horsepower consumption projections, Descriptive cover letter and

Supported Presentation material.

The Optimization and Application Specialist may have to startup Andritz equipment. Start-Up supervision, customer training, Formulating, and executing trial plans, creating reports are typically needed.

1. Technical Sales Support

Provide value add and ROI technical arguments to support customer proposals. Generation of technical marketing materials. Support general product line marketing efforts

Requirements:

• Mechanical Engineering Degree or equivalent paper industry experience.
• Excellent communication skills.
• Ability to research supportive data as needed for technical marketing approach.
• Ability to generate and present technical arguments and rational in presentation format.
• Experience in wet end operations and process knowledge.
• Familiar with Paper physical property test methods.
• Mechanical aptitude.
• Knowledge of wet end equipment design
• Able to develop close business relationships from the machine floor to management.
• AutoCAD knowledge desirable
• Initiative-taker. This position will require the associate to recognize and generate projects through customer and market interaction.